In today’s no fluff video, I answer a great question from viewer Terry Bahat, from Core Works. Terry asks “How do you eradicate the “fear” of ringing potential clients ? Having a script is not very professional I’m afraid”.

I know this is one of the big obstacles I know I faced for years when I first started in business, and one I have mastered to the point where I actually really enjoy “sales calls”.

Here’s a few things I cover in this short video:

* The 4 step process to be super confident on sales calls

* How to make sure you never waste time with people who will never be buyers

* A simple process to use once you are on the phone

* The relationship between marketing and sales and what to focus on most.

I’d love to hear your thoughts.

QUESTION: What is your biggest challenge with converting customers on the phone?

P.S. Do you have a friend or colleague who has a similar challenge? If so, pass this video to them.

 

Transcript

Hello and welcome! Janet Beckers here with your tip of the week! And today we will be talking about sales calls and potential clients. How do you do it without feeling nervous, feeling the pressure, and feeling all “salesy”. So if that sounds like a problem that you struggle with, stay tuned because I’ve got a 4-step process to help you!

So this question today comes from Terry Bahat from Coworkspace, one of our members of the community and she asked the question: How do you ever get over that apprehension that you get when you’re going to make a phone call to potential clients and a script just won’t cut it? What do you do?

So there’s a few things to address here, a whole topic on its own, but let me just give you a quick rundown.

Number 1 is you should never ever be cold calling somebody because you’re calling them because you see them as a potential client. You want people to be asking if they can get on the phone with you, not you going to them. The way you can be doing that is lots of different ways but it’s attraction marketing and it could be as simple as giving really good value and good tips and sharing good things say on Facebook, through your blog, it could be a much more sophisticated way – through a webinar, podcasting, presenting on stage, or presenting at a local event. What ever it is, you are the person that is seen as having the solution for them and now they have come to you asking for more information. That is step number 1.

Number 2 – You just do not get on the phone with anybody. Just because somebody says they would like to have a phone call with you doesn’t mean they are going to get one. So you have got to be flipping this around thinking “You know what, I only got a certain amount of time, I am not going to spend my time on people that are not my avatar. “ If I think that I will not be able to help them or I don’t think that they are really serious about the transformation that they are wanting, I’d lovingly send them somewhere else.

So what you want to do is to get a little bit of information about them, first to say “I only got a certain number of vacancies, let me see what is it that you are wanting to help with so I can see if I can help you.” That could be as simple as you having a chat backwards and forwards- whether it’s going to be in Facebook Messenger because they liked something that you said  on Facebook, or email, or an actual application form. Any of those ways, you want to pre-qualify them. Finding out a little bit more about their goals, what sort of help they are looking for. If it’s someone that you could actually help, then you will go “Let’s make the time to call”